What activities do we do in acquiring more sales, driving, sales reports, administration, inside meetings, emergencies, all of which could take between 50-75% of our time. We need to focus on time in front of current accounts that will yield more business or new accounts, in most cases this could be less than 15% of our time what a waste Think about it.
You may consider training courses to improve your sales closing methods, planning is the key component of the whole exercise, spend 10-15% on this part working out how to get 33% of your time in front of customers and improving your closing techniques, the rest will take care of itself.
It is also useful to review your activities at the end of each week and match what you actually did to the plan and if their was a difference analyse and correct it, run over your closing techniques - could they have been improved? If yes then this is where you need to spend your time.
Do not forget self education, read industry journals attend seminars at regular intervals make sure you keep up with your industry trends. This is where your personality will gain dividends - by increasing your knowledge on sales closing tips, questions and strategies.